Treasury management sales officers understand that a successful treasury sales strategy must meet the client's exact business requirements. The chart listed above indicate which treasury and cash management products have been adopted by treasury clients. The most popular treasury management sales products are current day reports, prior day reports, Fed wire payments, positive pay and controlled disbursement accounts (CDA). These services are sufficiently saturated in the treasury management sales marketplace.

The lack of treasury management product utilization represented on the top of the chart is most like due to three reasons: 1.) There is no business case to implement said treasury services / products, 2.) The treasury services / products are too expensive, or 3.) The treasury practitioners are not aware that such services and products available. Reason #1 can not be influenced by the treasury management sales officer. On the other hand, Reasons #2 & #3 can be addressed by a treasury management sales team.

What is your financial institution doing to ensure that your clients are aware of new treasury services and products that are available to them? Do you agree or disagree with this data? Please feel free to use the comments to post your thoughts or questions.